Whale Hunting debuted as a business development model for small and midsize B2B companies in 2006. I co-authored the definitive guide in 2008 with Whale…
Barbara Weaver SmithMarch 27, 2019
Better than most whale hunters, my friend Jeb Blount has mastered the art of winning complex large account sales and teaching sales teams how to do…
Barbara Weaver SmithMarch 21, 2017
In my continuing series on rehearsing for team sales presentations, today's post is about preparing for the tough questions. Sometimes you are tempted just to…
Barbara Weaver SmithJune 6, 2014
My friend and colleague Jim Keenan featured on HIS blog The Whale Hunters new infographic on Team Selling. Thank you, Jim! I hope you…
Barbara Weaver SmithMarch 12, 2014
Nobody trusts me with paper, least of all myself! I can lose stuff faster than you an put it on my desk. So I've…
Barbara Weaver SmithOctober 24, 2013
Today's post is a bi-weekly article delivered via the free Whale Hunters Wisdom newsletter. If you're not already a subscriber, I invite you to sign up--just…
Barbara Weaver SmithAugust 21, 2013
If you have what Strategic Coach Dan Sullivan calls a "Unique Process," you are way ahead of your competition in differentiation. Your brand promise IS that…
Barbara Weaver SmithJuly 15, 2013
A new report from CSO Insights is their 2013 Sales Performance Optimization -- Sales Execution Analysis. This research study--19th in CSO's series--looked at more than…
Barbara Weaver SmithJuly 10, 2013
I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures. Nevertheless, these clients do…
Barbara Weaver SmithOctober 18, 2011
What happens when your prospect thinks you lied about the price of your services? #FatalSalesFailures
Barbara Weaver SmithSeptember 23, 2011
Recap of week one of Fatal Sales Failures featuring five great sellers on their worst mistakes and how they learned to avoid them.
Barbara Weaver SmithSeptember 18, 2011